Subscribe
Join 40,000+ sales and marketing pros who receive our 4x a week insights, tips, and best practices.
Thank you! You have been subscribed.

Free Guide: The Blueprint for a More Profitable Agency

Read the Guide Subscribe
Join 40,000+ sales and marketing pros who receive our 4x a week insights, tips, and best practices.
Thank you! You have been subscribed.
Learning Center
Learning Center
Close

Learn

Access the Learning Center

Free resources to help you master inbound marketing and They Ask, You Answer

Access the Learning Center

Blog / Newest Insights

Jump straight to the latest inbound marketing and They Ask, You Answer insights

Access the Learning Center

Free and Pro Courses

Take your knowledge to the next level with free and Pro courses inside IMPACT+

Access the Learning Center

Recordings on Demand

On-demand recordings from past IMPACT events and livestreams

Access the Learning Center

Featured

Inbound Strategy Playbook 2022

Learn 7 foundational principles that have proven to set inbound marketing strategies up for success

Access the Learning Center

Free 5 Min. Inbound Marketing Assessment

Take this free assessment and learn what you can start doing today to boost traffic, leads, and sales

Access the Learning Center

Blueprint for a More Profitable Agency

See why coaching, not implementation, is the key to happier clients and better profit margins

Access the Learning Center

Case Studies

See examples of companies working with IMPACT and thriving with They Ask, You Answer

Access the Learning Center
Events
Events
Close
IMPACT+ Membership
IMPACT+ Membership
Close
Services
Services
Close
Navigation_8_2021_taya

They Ask, You Answer Coaching & Training

They Ask, You Answer Coaching & Training
They Ask, You Answer Workshop

They Ask, You Answer Workshop

They Ask, You Answer Workshop
Navigation_8_2021_workshop

Inbound Marketing Services

Inbound Marketing Services
Navigation_8_2021_website design - monitor

Website Design & Development

Website Design & Development
Navigation_8_2021_hubspot implementation

HubSpot Training & Implementation

HubSpot Training & Implementation
Navigation_8_2021_virtual selling

Virtual Sales
Training

Virtual Sales <br>Training
Navigation_8_2021_swell - paid ads

Paid Search & Social Services

Paid Search & Social Services
Become a Certified Coach
Become a Certified Coach
Close
... Roles Executives and Leaders
Close
The Blueprint for a More Profitable Agency

Free Guide:

The Blueprint for a More Profitable Agency
Read the Guide
The Blueprint for a More Profitable Agency
Free Guide
View The Blueprint for a More Profitable Agency
The Blueprint for a More Profitable Agency

Free Guide:

Stand out from the competition and deliver the results clients demand

  • Provide greater value to your clients by empowering them to own their inbound marketing execution
  • Deliver higher profit margins
  • Build a more consistent, happy agency life for your employees

 

How You Can Be a Better Mentor (Or at Least Try How I Do It)

By Chris Duprey

Chris Duprey also recommends this guide: The Blueprint for a More Profitable Agency.

How You Can Be a Better Mentor (Or at Least Try How I Do It) Blog Feature

So, you’re not seeing the results you want from your team.

You’re baby-stepping. You’re doing the work -- but your team isn’t developing, moving the ball forward, or doing great work and moving it into the done column. You and your team aren’t having fun anymore...

Your team is missing revenue goals. Team velocity is stagnant at best. For some reason, your team can’t break through and deliver the outcomes necessary to fulfill their purpose.

The truth is -- It may not be them.

Free Guide: The Blueprint for a More Profitable Agency

They may not know what is causing their issues.

As a leader in your organization, what are you doing to help them achieve what you need them to achieve?

Are you having trouble connecting with your team? Are your one-on-ones not getting the results they need?

Mentoring is tough. I know because I have struggled in the past to get the outcomes from my team that I needed.

With that said, over the last year or so, I’ve developed some techniques to help develop my team so they can achieve the outcomes we as an organization are striving for as well as their personal goals.

1. “Care personally, challenge directly"

Kim Scott’s book, Radical Candor, is one of the most useful books on leadership, management, and mentorship I’ve ever read.

While we don’t have a required reading list (yet) at IMPACT, this is probably the most recommended book for our leaders. I found Kim’s idea of caring personally and challenging directly to be one I had been trying to follow.

On a side note, Kim is going to be a guest on MarketHer on 2/28/18 (no big deal!)

Ensuring you build a true relationship, based on trust, with your team or with the folks you mentor is the first and most critical step.

If they don’t believe that you care about them personally, when you challenge directly or are critical, there is a great chance it won’t be met in a way that helps them develop.

So, how does this apply to mentorship and how do you do this?

Simply put, you have to know more about your mentee than simply the work they do for you. This goes beyond knowing their spouse’s name or the names of their kids. This is truly knowing what makes them tick. What are their future goals and aspirations?

Once you’ve built the foundation, you can get to work as their mentor (or boss), by challenging them directly and continuing to grow and develop your relationship.

With your mentee's understanding that you truly care for them, you can stop sugarcoating the things you used to.

You can be direct without being harsh. You can be direct and help them work through whatever issues they are having.

This is challenging, but if you’ve built the foundation of caring for them personally, this type of directness goes a long way.

2. Don’t try to solve problems

“Be a multiplier.”

This is a phrase that has stuck with me since I read Liz Wiseman’s book Multipliers: How the Best Leaders Make Everyone Smarter.

In essence, this book shows the reader the distinction between leaders who grow and develop their teams to achieve amazing results and those who don’t.

Being a multiplier means giving your team space to learn and grow so they can create amazing things and find the answers or develop the solutions. So, if you’re going to be a multiplier, you can’t be an answer or solution machine...

I know, this may sound counterintuitive. Aren’t mentors supposed to help their mentee in any way possible?

This was definitely the approach I used to take -- You’ve got a problem, here’s a solution.

This is not being a mentor. Being a mentor means helping your mentee solve problems for themselves.

When we solve problems for people (or attempt to), we are making them dependant on us. We’re in essence saying, “Bring me your problems and I will solve them,” rather than teaching them to solve their own problems.

This isn’t easy. Most of us want to be helpful, we want to have answers when we are asked questions.

I was having a one-on-one with a member of my team, Tom, and we were talking about one of his challenges.

I could hear my inner voices coming up with a solution. It was so clear in my head what needed to be done. Then another voice jumped in - “DO NOT TRY TO SOLVE THIS!!!”

I sat back in my chair, looked at Tom and said, “let’s dig in.”

I went to the whiteboard in the room and started asking a ton of questions.

As Tom was answering the questions, I’d start writing certain phrases or words on the board. Then I’d ask more questions and Tom would give more answers.

All of a sudden, Tom had the answer he was looking for.

He was able to find the solution for his challenge himself; I simply helped guide him to it.

With this approach, it was Tom’s idea, his way ahead, not mine.

3. Ask questions until you get the real challenge/problem

There are two questions I ask to begin my one-on-ones.

  1. What’s on your mind?
  2. What’s the real challenge here, for you?

These may be the best questions I’ve learned to ask, thanks to Michael Bungay Stanier’s book The Coaching Habit: Say Less, Ask More & Change the Way You Lead Forever.

By asking them you draw out the first thing on the mind of your teammate and then ask them to dig deeper.

Their initial answer may be a symptom, but continue asking: what’s the real challenge? Why? What else?

The more your inquire about the issue, the more they will break it down and identify the real issue, so they can get to work fixing it. Again - you aren’t solving for them, you are helping guide them to success.

Ok, ok. What’s next?

1. Start doing this stuff. I share these ideas because they are working for me. Our team isn’t perfect, but we work on being better every day.

2. Read these books.(This is not a polite suggestion.)

3. Be ok that there are going to be more lessons to learn in the future. Keep a growth mindset and get after it.

These three ideas are things I am using as I lead our team. They work for me and I’m sure they can work for you, but you need to put in the work. You need to understand that mentorship is part of the leadership skill set and the only way your team is going to developing and improve is if you do as well.

The Blueprint for a More Profitable Agency
The Blueprint for a More Profitable Agency

Free Guide:

The Blueprint for a More Profitable Agency

Stand out from the competition and deliver the results clients demand

  • Provide greater value to your clients by empowering them to own their inbound marketing execution
  • Deliver higher profit margins
  • Build a more consistent, happy agency life for your employees

 

Topics:

Executives and Leaders
Coaches, Consultants & Strategists
Published on February 12, 2018

Recent Articles

How To Align Your Sales And Marketing Teams In 2022
January 20, 2022 • 8 min read
How To Use They Ask, You Answer to Improve Your Hiring Process
December 21, 2021 • 7 min read
What Is a Revenue Team? (Definition + Video)
December 16, 2021 • 9 min read
Yes, They Ask, You Answer Works for B2B Companies (+Examples)
December 14, 2021 • 6 min read
Outsourcing Is Broken: Why We Need To Rethink the Relationship Between Client and Agency
December 10, 2021 • 6 min read
Brutally Honest Pros and Cons of They Ask, You Answer for Digital Marketing
December 7, 2021 • 10 min read
‘The Big 5’ Best Business Blog Topics That Drive Traffic, Leads, and Sales (+ Video)
November 26, 2021 • 9 min read
9 Thought Leaders We’re Incredibly Thankful For
November 25, 2021 • 9 min read
Who Should Be On Your Content Marketing Team? 5 Critical Positions
November 23, 2021 • 9 min read
Why Trust Is the True Currency for Any Business
November 16, 2021 • 5 min read
How To Get and Keep Great Clients for Your Marketing Agency (Acquisition & Retention Strategies)
November 3, 2021 • 7 min read
Benefits of Online, Peer-to-Peer Learning for Digital Marketers
October 30, 2021 • 8 min read
Top 13 Inbound Marketing & HubSpot Solutions Partner Program Agencies for 2022
October 29, 2021 • 8 min read
Need a HubSpot Admin? Here’s How to Find and Hire the Right Candidate
October 22, 2021 • 5 min read
How To Become a Better Coach (for Business Consultants, Sales Coaches, and Marketing Strategists)
October 20, 2021 • 8 min read
Why Your Business Always Needs to Invest in Marketing — in Bad Times and Good (+ Video)
October 7, 2021 • 8 min read
The Digital Marketing Plan to Franchise Your Business: They Ask, You Answer
September 7, 2021 • 6 min read
Success with They Ask You Answer: How Baron Payroll rebuilt their team for success
September 1, 2021 • 6 min read
Content Manager Job Description for Marketing Teams (All Industries)
August 24, 2021 • 9 min read
How much does marketing news really matter? (Content Lab, Ep. 56)
August 13, 2021 • 1 min read
Why you need to hire a coach to spur business growth
August 5, 2021 • 5 min read
Gartner: Slashed 2021 marketing budgets increases in-house ownership
July 30, 2021 • 6 min read
ICYMI: Digital Marketing News Update for July 26, 2021
July 26, 2021 • 6 min read
I’m a word-of-mouth business: How can inbound marketing help me grow?
July 20, 2021 • 5 min read
ICYMI: Digital Marketing News Update for July 19, 2021
July 19, 2021 • 6 min read